Sales Engineer - Mid Atlantic

We begin with dreams. Dreams drive our motivation. Dreams are our future. The world's dreams, people's dreams, our dreams. Our passion creates ideas that make dreams come alive. Technology and products that were only dreams become reality. All for dreams. Dreams challenge and the Nidec-Group will continue to meet the challenge. For the world's and people's tomorrows; the world's first, the world's best technologies and products; we will continue our part in creating a better society. Job Summary Job Description SPECIFIC JOB RESPONSIBILITIES Conduct daily sales appointments to existing and prospective customers to promote Nidec Drives solutions, with a focus on in-person meetings. Present Nidec Drives product features and benefits, respectively, of an application, to win against our competition. Qualify opportunities to prioritize the focus of time and resources Ability to collaborate with field applications engineers to solidify the presales technical qualification portion of the sale and understand the right point in the sales cycle to engage them. Focus on moving opportunities through the sales cycle with an emphasis on opportunities that we have the highest chance of closing. Develop and maintain a sales plan for assigned territory/accounts that meets or exceeds the order plan and grows market share. NEW business development of target accounts is a key activity. Primary growth verticals may steer this development in conjunction with Nidec Drives' strategy of segmentation, focusing on Channel, Machine Builders, and HVAC/Flow with the regional director (RSD) for the territory. Demonstrate prospecting capabilities, leveraging prospecting tools within the Company. Identify a list of target accounts for direct soliciting, as well as those for marketing campaigns to support the territory growth strategy. Conduct joint-prospecting sessions with Channel partners, helping to ‘Hunt’ and leverage the channel to ‘farm’ opportunities. Develop and maintain proficiency in the Company CRM System (Salesforce); create and maintain up-to-date project opportunity pipelines to adequate levels to support close rate and quarterly/annual targets Maintain knowledge and tracking of OEM and End User accounts in CRM, which are brokered through the Channel. This means that projects and key concerns are understood through a relationship with the OEM/EU directly, or via a partner, and tracked in CRM. Key Performance Indicators will be centered around: Project Opportunities to Close, New Business Development Customers, New Customers in Fiscal Year, Must Win Large Opportunities, Customer Visitation and Sales Calls, and any other KPI’s required by Regional Sales Director Provide on-time Weekly Reports per the Regional template, submitted to RSD, including weekly updates to the Month Forecast KPI’s, key actions from the current week, and key areas of focus for next week Complete commercial and technical training on products across the portfolio, demonstrating technical aptitude to solicit, and field customer application (technical) questions related to general sizing, selection, mode of operation, and best practices for general purpose, high performance, and servo variable frequency drives and related configuration software(s). Be able to demonstrate Company standard demo equipment and train customers in applications, features and benefits of products including the distinctive selling points to market competitors. Aggressively follow up on all leads and enter the results in the company’s CRM system. If provided a Company vehicle for field sales calls, maintain vehicle in top condition, and maintain a professional and clean presence in reflection of Nidec Support assigned distributors in conjunction with Inside Sales with joint sales calls and training to amplify efforts and drive growth in the territory. This includes ‘sales training’ on HOW TO sell Nidec Drives’ portfolio items, and not necessarily commissioning of products. Keep current on all Company products from a technical, application, pricing, and selling benefits standpoint. Further, demonstrate technical competency in the Industrial, HVAC, Pumping, and General Automation market applications relating to customer technical goals and how the Nidec Drives product portfolio can be applied to include products from other Nidec businesses. To include software and hardware. Demonstrate good judgment and adeptness at analyzing facts, problem solving, decision-making and communication skills. Generate and present to customers written quotations and proposals for the Company’s products and services following current pricing and sales policies. Assist with sponsored trade shows as requested. Learn and follow current Company Sales processes, including sales policies. Join and remain in good standing as a member of any professional organization that represents a significant industry the Company serves. _______________________________________________________________________________ CUSTOMER AND TRAVEL REQUIREMENTS Customers Direct Customer Interaction Travel Approximately 33% overnight _______________________________________________________________________________ REQUIRED QUALIFICATIONS AND EXPERIENCE 7 plus years of experience required Four-year technical or engineering degree (BSEE, BSE, BSEET, BSME, BSMET preferred) OR 5 additional years of experience selling drives or motion control 2 years of experience in the automation field Previous experience working with Distribution Partners to grow sales Excellent verbal and written communication skills Must be proficient in Microsoft Office Word, Excel, Powerpoint, and Outlook. Ability to work independently and with a team Ability and desire to prospect new customers Demonstrated order growth performance Must be a self-starter Additional Job Details Technical – T4 Organizational Impact • Works to achieve operational, functional, and/or business targets within team with major impact on departmental or job family results, using extensive technical principles • Seasoned technical contributor; works under limited supervision • Works independently on a wide range of moderately complex projects and may be responsible for entire projects or processes within team • May contribute to the development of goals and planning efforts for the department Communication & Influence • Communicates with senior leadership and employees within and outside of department and/or job family on matters that require explanation, interpretation and/or advising; may communicate with external clients or partners depending upon the job area • Influences employees within the business unit to agree and align on new concepts, practices and approaches Innovation & Complexity • Responsible for moderate to significant improvements of technical/business processes, procedures, or systems to contribute to the performance of the team • Problems are moderately complex, requiring application of broad and deep experience and technical expertise, and may impact multiple departments and/or job family Leadership & Talent Management • Coaches, reviews and delegates work to other professionals • Manages end-to-end projects or processes Knowledge & Experience • Requires extensive (deep or broad) technical knowledge of specialty area with cross-functional and working knowledge of industry practices/other areas, typically obtained through advanced education and strong experience • Requires a bachelor’s degree or equivalent experience and minimum 7 years of prior relevant experience Equal Employment Opportunity and Affirmative Action at Nidec Nidec is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants receive consideration for employment without regard to their age, gender, gender identity, sexual orientation, race, color, genetic information, religious creed, national origin, physical or mental disability, protected veteran status, or any other characteristic protected by law. For more information regarding your (EEO) rights as an applicant, please visit the following website: Work Shift Schedule No Soliciting Nidec will not accept unsolicited resumes from individual recruiters or third party recruiting agencies in response to Nidec job postings. No fee will be paid to third parties who submit unsolicited candidates directly to our hiring managers. Pre-approval from the Nidec Talent Acquisition team is required before any external candidate can be submitted and such candidate must be submitted to the Nidec Talent Acquisition team.